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Michael Eckardt

Sales, Trade & Management International EUROPE-ASIA for SME

Your Expert for Sales, Key Account Management, Business Development, International

from now
Interim Manager since: 05/2016
Update: 22.05.2024

Specialist groups

  • DDIM.fachgruppe // Vertrieb, Marketing & Service

Contact data

OMB Vertriebsmanagement GmbH, Köln

Hohenstaufenring 62
D-50674 Köln
zbp.garzrtnanz-ozb@gqenxpr.yrnupvz

Telefon Mobile
+49 1765 7875742

Social networks

Personal data

Date of birth
15.05.1964 (Age:60)

Short profile

Intro
I support in sales management, KAM, business development, order management and customer service. I do apply my many years of experience in setting up and changing sales organizations, especially in international sales. Do using my expertise, companies benefit from substantial growth, a shorter development in internationalization as well as from tailor-made business models and KAM concepts for the realignment of sales. Operational, I take on negotiations, apply strategies + product positioning.
Experience overview
  • Sales Management
  • Business Development
  • International Sales
  • Restructuring Sales
  • Set-up and organisation of Key Accounts
  • Development and optimization of sales processes
  • Advice on strategic sales
Tasks
  • Internationalization
  • Coaching / Personnel Development
  • Business Development
  • Building a Company / Business
  • Change Management
Functions
  • Sales
  • Marketing
  • Supply Chain Management
Role in the company
  • 2nd Level / Division Management / Department Management
  • Coach
  • Consultant, Advisor
  • Staff function / Expert / Specialist
  • Projekt Manager (Leitung)
Industry experience
  • Automotive, Zulieferer
  • Healthcare
  • Paper / Packaging
  • Metal Industry
  • Medical Technology
Type of company
  • Medium-sized Enterprise
  • Owner-managed / Family Business
Regions (Regions where you have proven experience)
  • Europe (EU)
  • Brazil
  • China
  • India
  • Japan
Languages
  • German (Muttersprache)
  • English (Verhandlungssicher)
  • Japanese (Grundkenntnisse)

IM projects (self employed)


Company description

Manufacturer of paper products for the food and hygiene industry

Number of employees in company
250
City / place
Deutschland
Reason for dismissal
• Fehlende Kapazität / Expertise • Dynamik im asiatischen Markt und asiatischer Wettbewerb wächst kontinuierlich • Global Sales Director hat kurzfristig das Unternehmen verlassen
Area of responsibility (sales and employees)
German Company,
250 MA
Special Paper & Pulp Industry
Sales International Asia Market
Mission
• No capacities / no expertise available • Pressure from the market and competition is continually growing • Global Sales Director leaves the company
Measures taken
• Market analysis of several Asian markets • Market entry decision template, including location recommendation • Cost estimation and validation • Outlook, conception for implementation
Achieved Achievements
• Market Entrance Strategy was found and decided • Top Management decided to continue with internal ressources - with a new permanent employee • 2 new big chinese customers acquired • With Excel a CRM Tool created and implemented for the Sales Team
Special challenges
Asia Market Research for more than one Asia country

Company description

Manufacturer of Special Vehicles for several industrial applaications

Number of employees in company
450
City / place
Deutschland
Reason for dismissal
• Vertriebsteam nicht optimal ausgerichtet • Vertriebsleiter und Vertriebsteam nicht auf den Rückgangs des Marktvolumens vorbereitet • Impulse für die Neuausrichtung bei einem rückläufigen Marktumfeld fehlten
Area of responsibility (sales and employees)
German Company,
450 MA
Special vehicle manufacturing
Vertriebsleitung, KAM, Re-Alignment Sales
Mission
• Young sales team not yet formed • Sales managers and sales teams not
   prepared for declining market volume • Impulses for a changed market environment    were missing
Measures taken
• Structuring existing sales • Team building, communication and coordination,
   and reporting • Structuring sales/dealer network in Eastern Europe • Sales should be set up in a modern and efficient manner.
Achieved Achievements
• Master plan for acquisition drawn up • Team reorganized and motivated • Implemented new KPIs in Sales Force • Sales manager position realigned
Special challenges
in a declining market, to maintain or even increase sales

Company description

Paper Industry

Number of employees in company
110
City / place
Deutschland
Reason for dismissal
• Vertriebsleiter nicht strategisch ausgerichtet "• Fehlendes Problembewusstsein für Führung und mangelnde Vertriebsperformance" • Auftragbestand kritisch
Area of responsibility (sales and employees)
German Company
110 MA
Paper & Pulp Industrie
Sales Management, Inside Sales, Order Management
Mission
• Sales manager not strategically aligned • Lack of problem awareness for leadership and lack of sales performance  • Order backlog critical
Measures taken
• Take leaders and team to the next level • Take measures to increase orders • Improve coaching / communication / handling • Introduce processes/structures and KPIs
Achieved Achievements
• VL / sales team work according to new structures and processes • 62 customers proactively supported, 7 new customers acquired • VL in management methods and personality strengthened • Order intake control (KPI) successfully introduced
Special challenges
Coaching
City / place
near Karlsruhe
Reason for dismissal
Vakanz-Überbrückung für mehrere Key Accounts – insbesondere für STELLANTIS (FCA und PSA) weltweit, • RFQs, Zahlungen, Order Processing • Projektmanagement-Aufgaben • Reibungslose int./ ext. Kommunikation Mitarbeiter: 0 Umsatz: 0
Number of employees in company
60
City / place
North of Germany
Reason for dismissal
Implementierung KAM Konzept, Entwicklung Vertriebsorganisation, Umsetzung Sales-Strategie • Interimistische Leitung, Organisation-und Strategieentwicklung • Aufbau und Umsetzung KAM Konzept • systematische Akquise nach Kunden- gruppen und Geschäftschancen Mitarbeiter: 60 Umsatz: NA
Number of employees in company
5
City / place
close to Mannheim
Reason for dismissal
Vakanz-Überbrückung und Vertriebsprozessoptimierung Inside Sales and Sales • Führung des Teams • Übernahme Tagesgeschäft • Reduzierung Workload Mitarbeiter: 5 Umsatz: NA
Number of employees in company
14
City / place
close to Frankfurt
Reason for dismissal
Krisenmanagement im kunden- und prozessorientierten Auftragsmanagement • Gegenmaßnahmen implementieren • Führungskraftentwicklung • Krisenmanagement Mitarbeiter: 14 Umsatz: NA
City / place
Verschiedene Orte
Reason for dismissal
Consulting in Business Development, strategischer Vertrieb und Neukundengewinnung (Leads) Mitarbeiter: 0 Umsatz: 0
City / place
Deutschland
Reason for dismissal
Aufbau eines Vertriebs und Einrichtung eines Key Accounts Mitarbeiter: 0 Umsatz: 0
City / place
Deutschland
Reason for dismissal
Consulting für Japanische SMEs und Unterstützung beim Einstieg in den europäischen Markt Mitarbeiter: 0 Umsatz: 0
City / place
Deutschland
Reason for dismissal
Strategieentwicklung für Verkauf von Komponenten für Leistungselektronik & Medizingerätetechnik Mitarbeiter: 0 Umsatz: 0
City / place
Deutschland
Reason for dismissal
Research und Kommunikationskonzept-Entwicklung von Prüfständen für die QS in Automotive Mitarbeiter: 0 Umsatz: 0
City / place
Deutschland
Reason for dismissal
Vertriebscoaching einer Nachwuchsführungskraft im Vertriebsmanagement Mitarbeiter: 0 Umsatz: 0
City / place
Deutschland
Reason for dismissal
Vertriebs- und Projektmanagement für Verlagerung div. Produkte ins südeuropäische Ausland Mitarbeiter: 0 Umsatz: 0
City / place
Deutschland
Reason for dismissal
Markteintrittsstrategie für Systemkomponenten eines US-Marktführers für den europäischen Markt Mitarbeiter: 0 Umsatz: 0

Work history (permanent employment)

City / place
Lemgo / Deutschland
Remarks
• Leadership of 13 sales staff
• Sales responsibility € 45 million
• Over 100 OEM / Trade customers in EU, IND, CHN, JPN
• Responsible for growth, strategic & operational
• Technical and commercial customer service, worldwide
• Control sales and external service
• Deputy. Board Member CSO
Employees: 13
Sales volume: 45
City / place
Lemgo / Deutschland
Remarks
•Leadership of 17 sales staff
•Order volume of € 200 million in sales
•Over 200 customers, including group business, worldwide
•Implementation of process-oriented order management
•Restructuring / modernization of the internal sales service
•Standardization & Optimization Sales Processes
Employees: 17
Sales volume: 200
City / place
Lemgo / Deutschland
Remarks
Transparency in sales, development • Process management in sales, development • Special tasks of top management • Turnover-Sales planning of the group • Improvement of the earnings situation (P / L) in the UK factory • Standards for group-wide sales reports • BalanceScoreCard Reporting Engine
Employees: 0
Sales volume: 0
City / place
Lemgo / Deutschland
Remarks
• Implementation of project management (group-wide)
• Successful conclusion of B and C projects
• Plant analysis Brazil (on behalf of top management)
• Reporting to CEO and Board
results: Cost-Price-Profit Tool, operating result + 20%
Employees: 0
Sales volume: 0
City / place
Lemgo / Deutschland
Remarks
• Development of massage/climate options in the seat
• Idea Manager for Sales and Development
• First leadership of small project teams
• Set up of development contract
results: first project work / product development
Employees: 0
Sales volume: 0
City / place
Lemgo / Deutschland
Remarks
• EOL test designed for assembly line in France
• Software for initialization of electric seat developed
• Teamwork: Manufacturing / Design / Engineering
Employees: 0
Sales volume: 0

Education


Documents and files

193.12 KB
Infodatei / Präsentation

Projektliste in Deutsch

378.64 KB
CV

Lebenslauf und Manager-Profil

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